On optimal intervention for customer lifetime value

European Journal of Operational Research

Volumn 183, Issue 3, 2007, Pages 1550-1559

  Crowder, Martin ^a   Hand, David J ^a   Krzanowski, Wojtek ^b  

^a IMPERIAL COLLEGE LONDON   (United Kingdom)

^b UNIVERSITY OF EXETER   (United Kingdom)

Author keywords

Account management; Banking; Customer review; Stochastic processes; Uncertainty modelling

Indexed keywords

COMPUTER SIMULATION; COST ACCOUNTING; CUSTOMER SATISFACTION; RANDOM PROCESSES; SOCIETIES AND INSTITUTIONS; UNCERTAINTY ANALYSIS;

ACCOUNT MANAGEMENT; CUSTOMER REVIEW; STOCHASTIC ELEMENTS; UNCERTAINTY MODELING;

VALUE ENGINEERING;

EID: 34447105791     PISSN: 03772217     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ejor.2006.08.062     Document Type: Article

References (14)

1. Berger P.D., and Nasr N.I. Customer lifetime value: Marketing models and applications. Journal of Interactive Marketing 12 (1998) 17-30
2. Berger P.D., Weinberg B., and Hanna R.C. Customer lifetime value determination and strategic implications for a cruise ship company. Journal of Database Marketing and Customer Strategy Management 11 (2003) 40-52
3. - x2 d x: Application to logistic-normal models. Journal of the American Statistical Association 85 (1990) 464-469
4. - x2 d x. Proceedings of the Cambridge Philosophical Society 45 (1949) 241-245
5. Jain D.C., and Singh S.S. Customer lifetime value analysis: A review and future research directions. Journal of Interactive Marketing 16 (2002) 34-46
6. Jonker J.-J., Piersma N., and den Poel D.V. Joint optimization of customer segmentation and marketing policy to maximize long-term profitability. Expert Systems with Applications 27 (2004) 159-168
7. Kumar V., Ramani G., and Bohling T. Customer lifetime value approaches and best practice applications. Journal of Interactive Marketing 18 (2004) 60-72
8. Malthouse C., and Blattberg R.C. Can we predict customer lifetime value. Journal of Interactive Marketing 19 (2005) 2-16
9. Pfeifer P.E., and Bang H. Non-parametric estimation of mean customer lifetime value. Journal of Interactive Marketing 19 (2005) 48-66
10. Pfeifer P.E., and Carraway R.L. Modelling customer relationships as Markov chains. Journal of Interactive Marketing 14 (2000) 43-55
11. Pfeifer P.E., and Farris P.W. The elasticity of customer value to retention: The duration of a customer relationship. Journal of Interactive Marketing 18 (2004) 20-31
12. Press W.H., Flannery B.P., Teukolsky S.A., and Vetterling W.T. Numerical Recipes in C (1988), CUP, Cambridge
13. Rosset S., Neumann E., Eick U., Vatnik N., and Idan Y. Customer lifetime value models for decision support. Data Mining and Knowledge Discovery 7 (2003) 321-339
14. Venkatesan R., and Kumar V. A customer lifetime value framework for customer selection and resource allocation strategy. Journal of Marketing 68 (2004) 106-125